I am honored to be asked by Tom Pisello to appear as a guest on his sales podcast.
More or less forced upon us, virtual selling is the new normal. Get yourself up-to-speed with what works and what doesn’t.
The message from buyers to salespeople is clear. Help me to disrupt or you will be the disrupted
What if you think you achieved successfully consensus with your stakeholder group, but there is still no closing? Where did you go wrong?
Buyers are often confronted with a choice between trust and skepticism. Here is how you can influence this into your favor.
The new way of selling requires a different kind of closing. Throw out your old closing techniques and focus instead on gaining commitments.
Who does not know the Magic Wand question to get customers revealing their dissatisfaction? The time has come to change the magic.
B2B buying is changing fast and before you know it, buyers have moved on without you. How not to miss the boat?
Talking about risks you see for people you care about is widely used in daily life, but in Sales this is new and uncomfortable.
In the eyes of the customer, there is no perfect supplier. To the buyer, you just don’t stand out enough. You and your competitors all look the same. They much prefer to fix than change. A preference you need to reverse.
Are you losing time focusing on the wrong competitor? Often the competitor you need to beat is not the one you think it is. They are hidden.
In the new way of selling sharing insights is an important skill. But what if one insight is not enough?
Applying new skills and falling back to old habits is not uncommon. What is the best advice here?
If your traditional sales approach is not working, how should a modern sales approach look like?
One thing many salespeople are struggling with is that their current sales approach becomes less and less effective. What is causing this and what needs to be done?
Upgrade your discovery phase questions or you will always fight on price